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• What is a request for proposal (RFP)?

  A request for proposal (RFP) is a document an organization uses when it's searching for a product or service to meet specific requirements. The organization posts an RFP to elicit formal bids from vendors. Continue Reading

• managed service provider (MSP)

  A managed service provider (MSP) is a third-party company that remotely manages a customer's information technology (IT) infrastructure and end-user systems. Continue Reading

• 6 popular managed services pricing models

  Popular pricing models for managed service providers include monitoring only, per device, per user, all-you-can-eat or value-based pricing, a la carte and tiered pricing. Continue Reading

• What is sales motion?

  A sales motion is the particular sales method an organization uses to sell and deliver a product or a service to its customers. Continue Reading

• What is Oracle PartnerNetwork (OPN)?

  Oracle PartnerNetwork, also known as OPN, is a channel partner program that provides resources and benefits for value-added resellers (VARs), independent software vendors (ISVs) and other businesses that want to collaborate with Oracle. Continue Reading

• Definitions to Get Started

  • What is a request for proposal (RFP)?
  • managed service provider (MSP)
  • What is sales motion?
  • What is Oracle PartnerNetwork (OPN)?

  • What is hardware as a service (HaaS)?
  • What is professional services automation (PSA)?
  • go-to-market strategy
  • feedback loop

  View All Definitions

• What is hardware as a service (HaaS)?

  Hardware as a service (HaaS) is a procurement model that's similar to leasing or licensing. Hardware that belongs to a managed service provider (MSP) is installed at a customer's site and a service level agreement (SLA) defines the responsibilities ...Continue Reading

• What is professional services automation (PSA)?

  Professional services automation (PSA) is a type of software application suite that provides a service business with the functionality it needs to manage core business processes.Continue Reading

• go-to-market strategy

  A go-to-market strategy (GTM strategy) is an action plan that specifies how a company will bring a new product or service to market while reaching its target customers.Continue Reading

• feedback loop

  A feedback loop is the part of a system in which some portion (or all) of the system's output is used as input for future operations.Continue Reading

• share of wallet (SOW) or wallet share

  Share of wallet (SOW) is a marketing metric used to calculate the percentage of a customer's spending for a type of product or service that goes to a particular company.Continue Reading

• service-level agreement (SLA)

  A service-level agreement (SLA) is a contract between a service provider and its customers that documents what services the provider will furnish and defines the service standards the provider is obligated to meet. A service-level commitment (SLC) ...Continue Reading

• RMM software (remote monitoring and management software)

  RMM software (remote monitoring and management software) is a type of application that information technology (IT) service providers and departments use to maintain their clients' and business organizations' IT assets, infrastructure and systems.Continue Reading

• cloud provisioning

  Cloud provisioning is the allocation of a cloud provider's resources and services to a customer.Continue Reading

• 5 IT services industry trends on tap for 2024

  The top IT services industry trends for 2024 should sound familiar, with cost optimization and guarded innovation among the trends expected for the coming year.Continue Reading

• Small Disadvantaged Business (SDB)

  A Small Disadvantaged Business (SDB) is a small business that is at least 51% owned and controlled by one or more socially and economically disadvantaged individuals.Continue Reading

• 4 key ways partners sharpen digital transformation strategy

  IT service providers employ methodologies, tools and platforms to keep initiatives on track. Their efforts aim to prevent projects from stalling before they deliver the goods.Continue Reading

• Microsoft Intune

  Microsoft Intune is a cloud-based unified endpoint management (UEM) tool that aims to help organizations manage the mobile devices employees use to access corporate data and applications, such as email.Continue Reading

• IBM (International Business Machines Corporation)

  IBM (International Business Machines Corporation) is a multinational technology company headquartered in Armonk, N.Y.Continue Reading

• distribution channel

  A distribution channel is the network of individuals and organizations involved in getting a product or service from the producer to the customer.Continue Reading

• cloud service provider (cloud provider)

  A cloud service provider, or CSP, is a company that offers components of cloud computing -- typically, infrastructure as a service (IaaS), software as a service (SaaS) or platform as a service (PaaS).Continue Reading

• Channel partners explore RPA for MSP, client use cases

  MSPs can tap robotic process automation for a multitude of applications, but they must consider the challenges of change management and multi-vendor environments.Continue Reading

• Recruiters look for range of qualities in MSP job candidates

  It's hard to hire employees with technical experience and an MSP background, but recruiters who understand what motivates potential employees can find good candidates.Continue Reading

• MSP growth requires additional tech offerings

  Managed infrastructure services alone will not drive dramatic growth for MSPs. Providers must create offerings in technology spaces such as RPA and cloud computing.Continue Reading

• Partner ecosystem strategy: Co-innovation and other variants

  Co-innovation, generative partnering and co-creation describe alliances among customers, service providers and tech vendors. But what do the terms mean and what are the benefits?Continue Reading

• Co-innovation partnership model emerges as best practice

  Digital transformations have pushed technology to evolve rapidly, sparking co-innovation as a partnership model to drive change among vendors, channel partners and customers.Continue Reading

• not for resale (NFR)

  Not for resale (NFR) is a designation for products that vendors give to their channel partners for testing and educational purposes with the understanding that the channel partner will not resell those products to the end user.Continue Reading

• Dig into the MSP M&A process from the acquirer's perspective

  MSP mergers and acquisitions may frequent the news, but how is the value of an MSP determined, how are deals structured and what happens to the acquired company?Continue Reading

• solution provider

  A solution provider is a vendor, service provider or value-added reseller (VAR) that comprehensively handles the project needs of their client from concept to installation through support.Continue Reading

• line card

  A line card may be a modular electronic telecommunications switching component on a printed circuit board, or a printed brochure or document that contains the names, descriptions and products that are sold by a third party.Continue Reading

• vertical market

  A vertical market is made up of companies that offer goods and services to meet the needs of customers in a specific industry or niche market.Continue Reading

• Dell Technologies Partner Program

  The Dell Technologies Partner Program is an international channel partner program that provides partners with business development, sales and marketing resources.Continue Reading

• value-added reseller (VAR)

  A value-added reseller (VAR) is a company that resells software, hardware, and other products and services that provide value beyond the original order fulfillment.Continue Reading

• proxy hacking

  Proxy hacking is a cyber attack technique designed to supplant an authentic webpage in a search engine's index and search results pages to drive traffic to an imitation site.Continue Reading

• clean install

  A clean install is a software installation in which any previous version is eradicated.Continue Reading

• Diversity, equity and inclusion tips for small companies

  HR departments might make diversity, equity and inclusion initiatives easier, but SMBs can still develop diversity in-house and throughout the supply chain with these tips.Continue Reading

• tier 1 vendor

  A tier 1 vendor is one of the largest and most well known in its field -- often enjoying national or international recognition and acceptance...(Continued)Continue Reading

• data recovery agent (DRA)

  A data recovery agent (DRA) is a Microsoft Windows user account with the ability to decrypt data that was encrypted by other users.Continue Reading

• channel partner rules of engagement (ROE)

  Channel partner rules of engagement are a component of the sales relationship between an IT vendor and its channel partner community.Continue Reading

• channel partner portal

  A channel partner portal is a web-based application that provides a vendor's established partners (usually distributors, resellers, service providers or other strategic partners) with access to deal registration, marketing resources, pricing and ...Continue Reading

• managed IT service

  A managed IT service is an information technology (IT) task provided by a third-party contractor and delivered to a customer.Continue Reading

• monthly recurring revenue (MRR)

  Monthly recurring revenue (MRR) is income a company can reliably anticipate every 30 days and one of the key metrics for channel partner companies.Continue Reading

• solution selling

  Solution selling refers to the philosophy or practice of uncovering a customer's pain points and then providing products and services that address the underlying business problem.Continue Reading

• cloud ecosystem

  A cloud ecosystem is a complex system of interdependent components that all work together to enable cloud services.Continue Reading

• Why Microsoft 365, Windows 365 matter for IT services firms

  Office 365, Microsoft 365 and Windows 365 differ not only in their feature sets and capabilities, but in the opportunities they afford service providers.Continue Reading

• vCIO (virtual CIO)

  A vCIO, or virtual CIO, is a contractor or company that serves as an organization's chief information officer.Continue Reading

• MSP industry regulation and how providers can shape it

  MSP industry watchers have predicted the establishment of regulations for providers. The National Society of IT Service Providers wants to ensure MSPs can guide public policy.Continue Reading

• Accenture: 4 areas every cloud strategy must cover

  Organizations have begun to tackle new challenges involving their cloud strategies. Here are four facets that channel partners can help clients address.Continue Reading

• 6 best practices for informing MSP clients about cyber risks

  With the cybersecurity threat landscape in a constant state of change, MSPs must help clients understand how to protect themselves. Here are six best practices.Continue Reading

• How to craft client-friendly MSP websites

  MSPs' company websites are often a missed opportunity to connect with customers. Here are tips on how to market an MSP online using language your clients will understand.Continue Reading

• How MSPs can get started with DEI initiatives

  Many small IT firms have yet to launch diversity, equity and inclusion initiatives within their organizations. Here's how to get started.Continue Reading

• managed security service provider (MSSP)

  A managed security service provider (MSSP) is an IT service provider that sells security services to businesses.Continue Reading

• MSPs must rise to regulatory compliance challenges

  Data laws and requirements have made regulatory compliance a fact of life for every MSP. Here's why that's a good thing for the industry.Continue Reading

• Channel execs share tech talent recruitment tips

  In a rapidly evolving tech market, channel partners vie for IT talent. Use these tips to find job candidates, develop skills internally and retain employees.Continue Reading

• Azure Virtual Desktop partners find SMB deals

  The economics of Microsoft's AVD has made virtual desktops more feasible for some smaller business, but partners said the technology scales to support enterprise clients.Continue Reading

• Launch a managed services training program in 9 steps

  MSPs' internal training resources should be more than a stack of 'how to' documents. Use these best practices to build a successful managed services training program.Continue Reading

• 3 steps to blazing a trail to a better partner experience

  A strong vendor-channel partnership is essential to sustained business success in IT, and channel partners have the leverage. Here are the essential steps to creating it.Continue Reading

• Early IT channel career advice: Start at an MSP or a help desk?

  Trying to figure out your first move post-college education isn't easy. Dave Sobel and other MSP influencers offer opinions on what may be the best way to begin an IT channel career.Continue Reading

• 4 considerations for rebranding a company in the MSP sector

  Planning to rebrand? Here are some factors to consider, whether you're seeking a new look for a maturing business or a unified image that spans multiple acquisitions.Continue Reading

• MSP business planning for 2021: What you should consider

  From remote working to new security threats, 2020 introduced a range of new dynamics for MSPs. Here are four important considerations to address in your business planning for 2021.Continue Reading

• Security awareness training best practices for MSPs

  Human error is the root of many IT security catastrophes. Use these security awareness best practices to craft programs that users will actually learn from.Continue Reading

• 5 steps to build partnerships with IT distribution companies

  Channel partners' relationships with IT distribution companies should be about more than ordering tech parts. Find out how to get the most value out of distributor relationships.Continue Reading

• MSP onboarding checklist: Top tips for developing a process

  Establishing and standardizing an onboarding process can help ensure your client relationships begin strong. Experts share tips on how to develop an MSP onboarding checklist.Continue Reading

• 5 tips for building a successful MSP marketing strategy

  MSPs need to develop a marketing strategy if they hope to grow beyond the startup stage. Industry executives share their views on everything to include in a marketing approach.Continue Reading

• The reality of starting an MSP and what to know before launch

  People should understand what the reality is around the technology business and what to expect when starting an MSP and how the messaging often ignores how hard it really is.Continue Reading

• Implementing SAP S/4HANA during a pandemic

  Dickinson + Associates' Brad Hiquet recounts a remote SAP S/4HANA implementation the company did on behalf of American Industrial Transport amid the COVID-19 pandemic.Continue Reading

• Why 'channel' is a confusing term for MSPs and what to use

  Instead of using 'channel,' for marketing, Dave Sobel thinks that solutions providers should consider 'ecosystem,' as channel is too often linked to transactional partners.Continue Reading

• 3 strategies for SAP ECC to S/4HANA conversion projects

  In part one of this five-part series on SAP ECC to S/4HANA conversions, learn about the history of transformation at SAP and three approaches to migrations.Continue Reading

• IBM Cloud partner ecosystem expands in software push

  The consultants and IT services providers joining IBM's expanding public cloud ecosystem cite legacy systems migration and application modernization as growth opportunities.Continue Reading

• Understanding the MSP regulation debate and what MSPs can do

  The MSP industry should consider implementing certification and insurance standards before more states follow in Louisiana's stead and begin to pass MSP regulation laws.Continue Reading

• How to develop resilient IT operations for the COVID-19 era

  To meet pandemic-based business demands, enterprises can take these five steps to transform their existing technology platforms. Wipro exec Murthy Malapaka explains the process.Continue Reading

• Top virtual selling, consulting tips from IT channel firms

  Even after the pandemic recedes, channel partners predict virtual selling to remain a piece of overall sales strategies. Use these tips to hone your remote sales approach.Continue Reading

• 3 tips for marketing and selling MSP cybersecurity to SMBs

  The growing demand for MSP cybersecurity services makes it more important to know how to effectively market and sell your offerings. Here are three ways to improve your approach.Continue Reading

• What do you need to start a managed service provider today?

  If you want to get your own MSP off the ground today, you need to be cloud native, have a Microsoft-based software stack and know the right market to focus on.Continue Reading

• Prioritize personality in your IT recruitment strategy

  An effective IT recruitment strategy weighs a candidate's qualifications -- and personality. Cheaper Than A Geek's chief nerd explains his approach to hiring and retention.Continue Reading

• How channel partners navigate the security vendor landscape

  Channel firms, whether new to or experienced with cybersecurity, must avoid numerous pitfalls when purchasing security products. Read these tips for selecting the best technology.Continue Reading

• TIN (Taxpayer Identification Number)

  A Taxpayer Identification Number (TIN), in the United States, is a unique nine-digit number for identifying an individual, business or other entity in tax returns and additional documents filed with the Internal Revenue Service (IRS).Continue Reading

• Defense Contract Management Agency (DCMA)

  The Defense Contract Management Agency (DCMA) is a component of the United States Department of Defense (DoD) that works with defense contractors to ensure government services and supplies are delivered on time, come at the expected cost and satisfy...Continue Reading

• Consider business continuity for your managed services portfolio

  Backup is a typical offering within a managed services portfolio, but channel companies have an opportunity to expand backup into a broader business continuity service. Organizations of all sizes ...Continue Reading

• Top 10 2019 feature stories for channel partner companies

  Channel partner readers in 2019 took interest in a wide variety of topics, including emerging tech and business management challenges. Here are our 10 most-read feature stories.Continue Reading

• Understanding co-managed IT services

  MSPs sometimes avoid prospective clients that already have internal IT staff, but by taking the co-managed IT services approach, they don't have to. That's according to Bob Coppedge, owner of ...Continue Reading

• PDU-UPS evolves slowly, offers partners modularity

  Data center power infrastructure may not be the epicenter of IT innovation, but channel partners see vendors providing modularity, customization options and redundancy features.Continue Reading

• Sales verticals and how MSPs can target them

  Selling to vertical markets can seem like a daunting prospect for managed service providers. Read on for six tips to get you started on a vertical sales journey.Continue Reading

• Managed IT services glossary: Terms of the trade

  Managed service providers represent an important subset of the channel partner ecosystem. Browse the terms below to sharpen your understanding of MSPs and their service offerings.Continue Reading

• How to vet vendors' cybersecurity tools for MSP practices

  Building a cybersecurity stack can mean assessing dozens of vendors. An effective vetting process can help partners avoid missteps in their search for security products.Continue Reading

• Develop a channel sales strategy for smart city projects

  Channel partners can find roles in smart city initiatives by providing IT expertise, but firms should understand the challenges that government customers face before making a play.Continue Reading

• 7 things to know about professional drone services

  Members of CompTIA's Drone Council described favorable conditions for entering the commercial drone services space. Use this insight to plot your course.Continue Reading

• Channel strategy glossary: Terms of the trade

  Every tech field has its own terminology and the same holds true for the IT channel. Learn more about channel partner program vocabulary in this glossary.Continue Reading

• Smart regions emerge as channel partner opportunity

  Smart regions, which seek to unite neighboring cities and towns around joint smart city projects, have begun taking shape across the U.S. A pioneering force behind the emerging smart region trend ...Continue Reading

• How to build an AI services business in the channel

  Advancements in AI have ushered in new opportunities for the channel. In this guide, we pair insight into the burgeoning market with strategies for building AI-focused businesses.Continue Reading

• Launching an AI project calls for careful scoping

  AI implementation may benefit from a handful of steps and a common set of patterns, according to speakers at the AI World Government conference in Washington, D.C.Continue Reading

• How to install and configure vCenter Update Manager

  Follow these steps to install and configure VMware vCenter Update Manager, which can help solution providers with patching hosts and virtual machines.Continue Reading

• How to grow your AI services business

  Getting to the next stage of AI growth calls for IT service providers to consider security, marketing and ROI. A talent for demystifying technology also helps.Continue Reading

• statement of work (SOW)

  A statement of work (SOW), in project management, is a document in which a contracting officer or chief procurement officer (CPO) specifies the objectives and deliverables for a particular project or service contract.Continue Reading

• How to start an AI service business

  Building an AI practice may seem like a daunting endeavor. Fortunately, channel partners can learn from other companies that have found ways to apply AI models to customer challenges.Continue Reading

• professional services

  A professional service is an intangible product that a contractor or product vendor sells to help a customer manage a specific part of their business.Continue Reading

• Data erasure software makes channel inroads

  Data erasure, which may be sold as a software product or as a service, is a security-oriented offering channel partners can present to their clients.Continue Reading

• CodeObjects taps Watson AI capabilities to develop chatbot offering

  When a Florida-based insurance firm needed help handling surges in call-center volumes, it piloted InsurBot.ai, a chatbot that employs IBM Watson technology.Continue Reading

• Reseller business model transformation pivots on cultural change

  MNJ Technologies, a once fast-growing VAR, found its sales were stagnating. Here's how it got back on track with its effort to push beyond the reseller business model.Continue Reading

• Where to find gigs in artificial intelligence consulting

  From AI analytics to AIOps, consulting opportunities in the fast-growing artificial intelligence technology sector could spark new business for IT service providers.Continue Reading

• Solve IT recruiting challenges with nontraditional candidates

  If you're a channel firm faced with recruiting challenges, perhaps it's time to look outside the traditional talent pool. That's the advice of partner executives who are adopting innovative ...Continue Reading